Low Profile Selling

35312closed saleWhat do salespeople really do when they close sales?

When I wrote the book Low Profile Selling, I wanted to get away from the term “closing” because it’s considered by some as too hard-sell. So, I decided to use the word “consummate” instead. In the dictionary, the word “consummate” means “perfect ending.” I like the sound of that and the image it brings to mind. It’s the perfect ending. Everyone is happy. The new client is happy with the benefits they’ll receive. You’re happy because you now have a new client. Your manager will be happy because you moved product. Everyone is happy. [Read more…]